|American Public Media (APM) is one of the largest producers and distributors of public radio programming in the world, with a portfolio that includes BBC World Service, Marketplace, and the leading classical music programming in the nation. APM also offers a diverse array of podcasts featuring the best in food, culture, entertainment, business and investigative journalism.
This position serves as a leader in sales, client relations and service for American Public Media's national programs on public radio stations. It is his/her responsibility to establish and maintain deep, one-on-one relationships with key individual stations while selling programs, services and presenting collaborative ideas to public radio decision makers. The Station Relations Representative will focus primarily on priority major markets and programs while also meeting the needs of smaller market stations and other programs in the APM portfolio.
This position is eligible to receive compensation in the form of performance incentives, based upon meeting specific goals.
Application deadline: February 20, 2018
Identify, pursue and secure APM program placement opportunities for public radio stations. Meet and exceed annual revenue and targets. Establish, build and maintain meaningful relationships with station clients while supporting them in meeting their station goals and serving their audience. Continually find new ways to ensure APM and program success by super-serving stations before and after the sale including but not limited to technical assistance, competitive market analysis, collaborative ideation, cross-station networking and more. Collaborate with a broad APM cross-divisional team to create and implement strategies, tactics and goals while proactively sharing individual station and broad market feedback. Develop, prepare and present formal sales presentations. Work closely with station leaders to secure and negotiate fiscal year pricing. Track and monitor station contact and sales pipeline on a daily basis. Other duties as assigned.
Required Education and Experience:
Bachelor's degree or equivalent experience required. Minimum of 3 years sales experience. Experience in public broadcasting or other media a plus. Proven track record of successfully meeting income targets through prospecting, client upgrades and renewals.
Required Skills, Knowledge and Abilities:
Innate sales ability. Must be a strong negotiator with creative approaches and solutions. Proven ability to win over the client. Proven patience with long sales cycles. Must be supremely focused on relationship building, both externally with clients as well as internally across APM. Demonstrated ability to super-serve clients before and after the sale through the anticipation and identification of client-related needs. Ability to manage and prioritize multiple projects efficiently and effectively against competing deadlines. Must be detail oriented and organized. Excellent verbal and written communication skills are a must. A curious mind, a team player, energetic and a strong presence. Demonstrated effective time-management skills.
Preferred Skills and Experience:
- Must be self-motivated, results oriented, a persuasive communicator, and goal focused.
- Ability and eagerness to sell American Public Media programs.
- A proficient working knowledge of Microsoft office products, primarily Excel and Powerpoint.
Enthusiasm for American Public Media programming and the public radio industry preferred. Previous sales experience in a one-on-one client-based setting preferred. Salesforce or other CRM experience is a strong plus. Successful underwriting/advertising and radio content sales reps encouraged to apply.
Reporting To This Position: None
Physical Demands and Working Conditions:
Periodic travel required. Must be able to perform the essential duties of the position with or without reasonable accommodation. Physical Demands: Required to move about in an office environment and sit for extended periods of time Required to move about in the community Frequent use of hands for data entry/keystrokes and simple grasping Working Conditions: Moderate noise level Occasional exposure to prevalent weather conditions
Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.